• Forecasting, Analytics and Reporting
• Lead the development of standardized operating reporting metrics and analysis on lead generation, conversion, and pipeline trends.
• Partner with Sales Leadership to define and align sales goals (quota), market positions and bookings and revenue targets. Build and measure sales metrics to drive sales performance and revenue growth.
• Develop sales strategy and lead sales planning process including territory mapping, quota setting and sales investments.
• Customer Trend Analysis & Segmentation Strategy - analyze historical customer data to identify trends in customer preferences, buying patterns and market trends.
• Complete a segmentation analysis to categorize customers based on regions, industry, and other relevant factors to drive strategic decisions, develop targeted sales strategies and optimize sales efficiency and marketing ROI performance.
• Bookings to Revenue Analysis - analyze bookings data and reconcile bookings to revenue recognition to ensure efficiency and accuracy. Identify trends and areas for improvement in bookings to revenue conversion. Collaborate with finance team to develop accurate revenue forecasts based on bookings data, historical performance and contract terms that influence revenue recognition.

• Drive regional and business segment sales planning process and modeling with quarterly and annual updates.
• Build and maintain sales coverage and capacity models to drive commission planning and quota target setting.
• Support sales program development and implementation - contribute to the development and execution of strategic sales programs including defining KPIs for sales programs, monitor & manage program related expenses, evaluation of program effectiveness.

• Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting and sales compensation plans.
• Monitor and measure sales productivity, attainment and data accuracy for individual and team performance.
• Quota allocation - distribute quota across sales teams and regions based on market potential, historical performance, and resource availability.
• Provide sales support and training around compensation structure and execution plans.
• Monitor and adjust sales plans based on changing market conditions, business priorities and performance metrics.

• 8 years in a strategy and sales operations role with proven experience in sales planning and insights; experience in a SaaS or professional services company is a plus (3 in senior leader/manager roles)
• 5 years in data analytics and sales forecast modeling with experience in working with large data sets, data warehouse, and visualization solutions.
• Advanced Microsoft Excel skills, including integration of data from multiple sources, analysis of large data sets, and development of reporting & models for business users.
• Proficiency with data reporting and GTM tools including Tableau, Snowflake, Salesforce, and Google Suite. Clari, CaptivateIQ and/or SPIFF is a plus.
• Strong customer service orientation - ability to identify and deliver analysis to support internal customer needs.
• Experience with optimizing and creating Salesforce reports and dashboards.
• Bachelor's degree (four-year college or university) in Business Administration, Finance, Mathematics or Data Science required.
• Masters in Business Administration preferred.

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